Job Title

Enterprise Sales Specialist – GenAI SaaSLocation : Sector 63, Gurugram, Haryana — 100 % in‑office base with frequent client travel across India & MENA Working hours : 10 : 30 AM – 8 : 00 PM, Monday–Saturday (2nd & 4th Saturdays off; field meetings can extend beyond) Team : Growth & Revenue – Enterprise Sales Seniority band : 4–8 years (Account Executive / Specialist) Reporting to : Head of Enterprise Sales Start date : ASAP (≤ 30‑day notice preferred) Apply at :  Subject — “Enterprise Sales Specialist – Gurugram”1 — About Darwix AIDarwix AI is India’s first GenAI‑native revenue enablement platform. Our product suite empowers omni‑channel sales, credit and retail teams to sell faster, speak smarter and win more—in real time, across every call, chat, showroom interaction and CCTV‑captured footfall.Transform+ delivers live conversation intelligence and in‑the‑moment agent assist.Sherpa.ai serves personalised nudges, coaching cards and competitive battle‑cards seconds before a rep needs them.Store Intel converts existing CCTV + IoT feeds into missed‑sale insights for retail formats.Brands such as IndiaMart, Wakefit, Emaar, GIVA, Sobha and Bank Dofar trust Darwix AI to unlock incremental revenue every day. We are backed by five institutional funds and thirty‑plus strategic angels, and led by alumni of IIM Calcutta, IITs, BITS Pilani, Freshworks and Razorpay.2025 is our scale‑year: multilanguage call analytics, GCC expansion and the launch of a no‑touch field‑sales wearable. That is where you come in.2 — Why This Role MattersRevenue tech is exploding, but complex enterprises still struggle to translate AI buzzwords into bankable ROI. The Darwix AI Enterprise Sales Specialist will be the tip of the spear—turning boardroom curiosity into multi‑year, multi‑lakh commitments. You will carry a seven‑figure ARR target, shape our GTM playbook, and be the storyteller who convinces CFOs that GenAI can grow topline without ballooning headcount.3 — Key Responsibilities3.1 Pipeline Generation & Territory OwnershipOwn a named list of 60–80 enterprise logos across BFSI, Retail, Real‑Estate, Pharma, Manufacturing and Consumer Internet.Deploy multichannel prospecting—cold email, LinkedIn Navigator, referral networks, events and ABM—driving > 25 qualified discovery calls per month.Map buying committees, uncover current‑state pain and quantify lost revenue that Darwix AI can recover.3.2 Consultative Discovery & Solution DesignRun structured discovery workshops with CXOs, Business Heads, Product & IT—capturing KPIs, data flows, compliance gates and deployment constraints.Co‑create ROI models: conversion‑rate lift, AHT drop, coaching minutes saved, shrinkage reduction.Translate technical capabilities (LLM‑based scoring, speaker diarisation, CCTV computer vision) into business‑speak every stakeholder understands.3.3 Deal Management & ClosingOrchestrate the full sales cycle—validation, PoC scoping, legal redlines, InfoSec sign‑off, pricing negotiations, executive buy‑in—to contract signature.Maintain a 3× pipeline coverage, with stage‑based forecasting accuracy within ±10 %.Close 6–8 net‑new enterprise deals per year averaging ₹40–75 L ARR each, while expanding existing accounts by 30 % YoY.3.4 Cross‑Functional CollaborationPartner with Solution Engineering to craft live demos using the prospect’s own call recordings or CCTV feeds.Align with Product & AI teams to feed back prospect objections, compliance blockers and integration asks.Work with Customer Success to hand over smoothly, codify success criteria and launch QBR cadences.3.5 Thought Leadership & Market EvangelismRepresent Darwix AI at CIO Summits, NASSCOM forums, Dubai Seamless, and BFSI Tech conclaves.Publish POV posts, white‑papers and customer win stories showcasing concrete GenAI impact.Build referral channels with system integrators, CX consultancies and venture portfolio networks.3.6 Data Discipline & ReportingKeep CRM hygiene pristine—every call, note, contact hierarchy and technical blocker logged in HubSpot within 24 hours.Generate weekly forecast decks for leadership: bookings velocity, stage‑age analysis, competitive intel.Exceed activity KPIs while focusing on outcome KPIs—meetings booked, qualified pipeline, ARR closed, renewals.4 — Must‑Have Experience & SkillsEnterprise‑grade selling track record You have 4–8 years quota‑carrying experience in B2B SaaS, CX Tech, Contact‑Centre, Analytics or AI platforms. You’ve closed at least ₹3 Cr in new ARR in the last 24 months.Complex deal choreography Comfortable navigating 6‑ to 12‑month cycles, InfoSec assessments, MSA redlines, multi‑jurisdiction tax structures and milestone‑based pricing.Consultative storyteller Fluent in SPIN / Challenger / MEDDPICC; can whiteboard value chains and quantify impact in the prospect’s language (NPS, AHT, Unit Economics).Domain awareness Good grasp of Indian and GCC sales operations realities—dialler systems, CRM integrations, data‑privacy regimes (DPDP, DIFC, GDPR‑lite).Executive presence Confident with boardroom demos, P&L discussions and negotiating with Procurement, CIOs and Legal.Process rigor Hands‑on CRM discipline, quarterly territory planning, accurate stage definitions, mutual‑action plans and champion building.5 — Nice‑to‑HavePrior exposure to speech analytics, conversational intelligence, CCaaS or Computer Vision use‑cases.Network in BFSI lending, Large Format Retail, Real‑Estate developers or Pharma field forces.Experience selling into GCC markets—familiarity with AED/SAR pricing, withholding‑tax nuances, bilingual decks.Understanding of usage‑based pricing, integrations (Salesforce, Ameyo, Genesys, CCTV NVRs) and on‑prem vs VPC deployment discussions.MBA or Executive‑EDP is valued but not mandatory.6 — What Success Looks Like in Year 1Create ₹10 Cr net‑new qualified pipeline within 180 days.Sign the first multi‑country contract for Darwix AI (India + GCC).Achieve 110 % of your first‑year quota while maintaining Build a library of at least three referenceable logos with publicly shareable success metrics.Mentor one SDR or Commercial AE, contributing to the wider sales playbook.7 — Who You AreHunter mentality — you love opening doors more than farming renewals (though you can land‑and‑expand).Metric‑driven — you inspect pipeline hygiene, win‑rate, sales cycle and average selling price obsessively.Technical translator — you can break down an LLM scoring pipeline for a VP Sales yet calm the CTO on data residency.High‑ownership operator — no babysitting; you run your book like a business, escalate only when needed, and celebrate wins with the team.Storyteller at heart — you stitch insights, anecdotes and case‑studies into a narrative that makes prospects say “send the paperwork.”8 — Life at Darwix AIDarwix AI believes velocity, transparency and extreme ownership beat hierarchy every time. Expect daily stand‑ups, Slack debates, whiteboard walk‑throughs with founders, and Friday “Win & Learn” sessions where closed‑won and lost deals are dissected. The office hums with designers mocking up new coaching UIs, AI engineers tuning multilingual models and GTM folks planning the next CXO roundtable.You will have a front‑row seat to product strategy, direct access to leadership, and a voice in roadmap prioritisation. We celebrate hustle, learning and respectful candour.9 — Compensation & BenefitsCompetitive fixed salary benchmarked to top‑quartile SaaS sales talent.Uncapped commission plan with accelerators beyond 110 % of quota.ESOP eligibility after 12 months for high performers.Quarterly Presidents‑Club off‑sites for target beaters.Health insurance (family cover), annual wellness stipend, MacBook Pro, and travel allowance for client visits.Learning wallet for sales certifications (MEDDIC, Winning by Design), conferences and books.10 — Hiring ProcessApplication & résumé review (within 5 business days).Intro call with Talent Team: culture & high‑level fit.Deep‑dive interview with Head of Enterprise Sales: territory plan, pipeline walk‑through, live discovery role‑play.Case presentation: 15‑slide strategy deck on how you would land a ₹1 Cr deal with a Tier‑1 retailer in 180 days—presented to CRO & Founder.Peer panel: quick huddle with Product, AI and Customer Success leads.Final founder discussion + compensation alignment → offer within 48 hours.We respect your time: the entire loop wraps in ≤ 14 calendar days.11 — How to ApplyEmail with:Résumé / LinkedIn PDF (2 pages max).A short note (≤ 250 words) on your biggest enterprise win—deal size, product, buyer persona, obstacle cracked, and what you learned.Optionally, attach a teaser slide or clip showcasing a past GTM deck or ROI calculator you built.Ready to make GenAI the new revenue engine for India and the Middle East?Step into the room, rewrite how enterprises sell, and watch the dominoes fall in your favour. 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